In the commercial HVAC world, as in any sales environment, benefit selling is the most basic, yet most overlooked, procedure in sales. Know your features, but explain how they benefit the facilities management customer....More

For commercial HVAC contracting firms, sales motivation is vital for success. Motivating is an action verb, but the act of motivating takes time and planning. In other words, motivation is a continuous passive activity.

Many commercial HVAC contracting firms will sell stripped-down maintenance programs at a very low price. To counter that, you need sell the difference between a full service agreement and just breakdown service....More

Almost a half a century ago, every major corporation was driven by goals. No suprise there, right? Back then, it was known as “management by objectives.” For many reasons, many managers have drifted away from this practice. If you ever feel more like a ......More

The service salesperson has never had it easier. The technology we have today means we can cover more ground, be more accurate, and take more knowledge into a prospect’s office. Back in the day, things were VERY different....More

Danfoss’ new customer Application Development Center will feature three sets of psychrometric rooms capable of testing air-conditioning system — including residential equipment and rooftop units from 2.5 to 50 tons and air-cooled chillers up to 150 tons....More

The sweetest natural tendency in life is to grow. However, the seed must be planted at the right time and under the right conditions. So, before taking a leap of faith by adding a new service to your HVAC business, it may be wise to consider a few valuable questions....More